Archives for the ‘Marketing Department’ Category

5 Management Blunders Causing Sales Impotence

A Manifesto for turning the Marketing Dept into the Sales Team’s Secret Weapon

Note: You may also download the Manifesto (pdf)

While there are certainly more than 5 management Blunders that unintentionally (or intentionally) cause sales impotence, these are the Top 5 Blunders I’ve witnessed over the past 30 years—and God forbid—committed myself.

But I don’t want you to think I’m some pundit sitting over in the bleachers, criticizing from afar. If it’s one thing we don’t need more of in this crazy world is more critics! Rather, my observations come from being an active, street-level participant in the revenue generation process.

And that goes for my recommendations for fixing these Top 5 Blunders. Let’s face it—we don’t need another speech, more pert charts, another “new” attempt at integrating SalesForce.com or the wholesale slaughter of our distribution channels.

What I’m recommending is a return of inspirational leadership, delineation of duties and systematic marketing support for the sales team.So, let’s get back to the basics, folks. Let’s start solving our customer’s problems and aligning our sales and marketing efforts around this one simple objective.

I hope you enjoy my (slideshare) manifesto. Let me know what you think. I’m interested.



 |